Analyst Commercial

Position Title: Commercial Analyst, Americas, World Travel Retail

Reports to Title: Senior Business Manager Americas WTR

Dept / Function: Sales, World Travel Retail

Location: Cd MX ó Jalisco

Summary:

As the Commercial Analyst the primary responsibility will be to support with building and help execute strategies to maximize sales and increase market share across Traditional and Alternative Channels including Cruise Channel, Inflight and Border store locations.  

You will assist in building and maintaining strong relationships with both your customers and internal stakeholders to ensure the delivery of sustainable and profitable growth plans. This role will require you to keep up to date with local market and industry trends and the successful candidate will need to demonstrate strategic thinking, strong commercial acumen and excellent interpersonal skills.

In addition to the Associate Business Manager responsibilities for Americas you will be required to support the Senior Business Development Manager with regular reporting and analysis across the total cluster to help build key insights to drive incremental growth. There will also be a requirement to support/build inputs for the monthly internal Hershey business cycle.

Major Duties/ Responsibilities:

Sales & Distribution (40%):

Helping establish and maintain strong, long-lasting customer relationships and partner with them to understand their business needs and objectives.

• Assisting in identifying and developing plans to expand distribution of our core range in Key airport locations, Free Zones, Cruise Channel, Inflight and Border stores.
• Supporting with the introduction of Joint Business Plans (JBP) with strategic accounts to drive more for more growth.
• Utilizing Retail audits to help identify tier one airport locations to focus driving breath of assortment, share of shelf and secondary locations such as queue aisles.
• In partnership with customer marketing, helping identify permanent branded space locations in top tier airports to support brand visibility and accelerate sales
• Work closely with brand marketing to assist with build a core regional product portfolio that will be attractive to the traveler across both airports and border stores, delivering against internal gross margin targets.
• Coordinating and supporting with execution of marketing campaigns, promotions and product launches to drive awareness, trial and incremental sales across Europe. 

Market Expansion and P&L Support (30%):

• Supporting with the implementation of strategies to deliver a sustainable and profitable market expansion plan for Americas, focusing on Alternative channels that deliver against the financial targets for the Americas region.

• Supporting with identifying, evaluate and delivering growth opportunities in both existing and new distribution channels.
• Helping monitor the local market and identifying emerging trends, competitor activity and consumer preferences to ensure the delivery of the business unit strategy.
• Supporting efforts to deliver net sales, gross margin and OI expansion in line with the annual plan.
• Assisting with the management of trade funding and DME regional budgets in line with plan, working in close partnership with customer marketing.
• Effective communication and collaboration with cross functional teams to ensure alignment to the strategy.

Analytics (20%):

• Assisting with post evaluation for promotions/campaigns to understand the success of the activity to help inform future opportunities. Allowing Hershey’s to continually improve performance within the region. You will be supported by customer marketing. 
• Reporting on any in month, quarterly and full year changes that make a material change to the sales outlook and/or strategy.
• Support Senior  Business Manager with monthly business updates including:

-Collaborate and support the review of monthly forecast changes proposed by supply chain across all regions in Europe.

-Support the preparation of monthly internal meeting content.

-Assisting with building and maintaining a reporting suite to help with business analysis and track KPIs in a clear manner by region.

Training and Personal Development (10%)

Skills and abilities requiered:

• Languages: Excellent oral and written English & Spanish communication skills.
• IT Skills: Excellent PC skills in Excel, Word, Power Point and Outlook
• Proven account management and negotiating skills, strong finance understanding
• Strong communication and presentational skills
• Proven ability to drive the sales process from planning to close
• Confident, personable and proactive
• Have a can-do attitude and be willing to go the extra mile

Education:     

College graduate preferably in Marketing or Business Management, MBA preferred but not mandatory.

Experience:   

Americas market experience required which can be from either World Travel Retail or Domestic market.

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